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Done Deal

Debunking Base Payment Myths

December 7, 2012

The editor searches for the origins of a mythical menu requirement and explains how even nonexistent rules can help promote compliance.

Tags: compliance, Done Deal, F&I, F&I menu, Gregory Arroyo, mobile menu, myth

Author: Gregory Arroyo | Posted @ Friday, December 7, 2012 1:43 PM | » Comments(3)

Paper or Plastic?

November 13, 2012

The editor believes those who rail against the tablet menu are missing the point. He understands and appreciates the concerns raised so far, but he thinks the industry needs to debate something else first.

Tags: Done Deal, F&I, Greg Arroyo, Industry Summit, Innovative Aftermaket Systems, iTap Menu, Jim Maxim, Jr., Mark Thorpe, Matt Nowicki, MaximTrak, mobile menu, Nick Sennett, OptionSoft, paper menu, Shawn McCool, The Impact Group, Tom Wilson

Author: Gregory Arroyo | Posted @ Tuesday, November 13, 2012 2:10 PM | » Comments(1)

Getting 'Shopped'

October 8, 2012

A salesperson tells a customer that he won’t work a deal over the phone because he doesn’t like being ‘shopped.’ The editor doesn’t question his reasoning, just the truthfulness of his response.

Tags: Dealership, Done Deal, Gregory Arroyo, Internet customer, phone customer

Author: Gregory Arroyo | Posted @ Monday, October 8, 2012 9:54 AM | » Comments(8)

The PVR Question

The editor wonders if there’s a better way to accurately gauge the level of success achieved in the F&I office.

September 14, 2012

The editor wonders if there’s a better way to accurately gauge the level of success achieved in the F&I office.

Tags: Done Deal, Gregory Arroyo, NADA, rate markup

Author: Gregory Arroyo | Posted @ Friday, September 14, 2012 10:21 AM | » Comments(2)

F&I Is Not the Problem

August 7, 2012

Study after study points to a disconnect between Gen Y and the F&I office, but the editor thinks it’s time for dealers to come to the defense of their most profitable department.

Tags: Done Deal, F&I, Gen Y, Greg Arroyo, NADA, Northwood University, Tom Alexander

Author: Gregory Arroyo | Posted @ Tuesday, August 7, 2012 4:42 PM | » Comments(4)

Facebook: Like or Dislike?

July 12, 2012

Weighing in on the big Facebook question, the editor says marketers need to relax on those ROI questions.

Tags: Facebook, Greg Arroyo, Like, ROI

Author: Gregory Arroyo | Posted @ Thursday, July 12, 2012 12:48 PM | » Comments(0)

Watch for the Newsmaker

June 7, 2012

Dealers are looking over their shoulders for signs of federal regulators, and rightly so. But the greater threat lives closer to home.

Tags: BHPH dealer, CFPB, compliance, Dodd-Frank Act, Done Deal, F&I, Federal Trade Commission, FTC, Manas Mohapatra, regulation

Author: Gregory Arroyo | Posted @ Thursday, June 7, 2012 3:29 PM | » Comments(1)

Clicking for Service

Guitar Center is doing its best to prove the editor’s 10-year-old prediction that brick-and-mortar retailers would always have a role in the online shopping experience.

May 9, 2012

Guitar Center is doing its best to prove the editor’s 10-year-old prediction that brick-and-mortar retailers would always have a role in the online shopping experience.

Tags: Customer Service, Dealership, Guitar Center

Author: Gregory Arroyo | Posted @ Wednesday, May 9, 2012 4:23 PM | » Comments(2)

Debating Innovation

Bothered by the response to software companies trying to bring a fresh look to F&I, the editor weighs in with his thoughts on tablet and e-mail menus.

April 16, 2012

Bothered by the response to software companies trying to bring a fresh look to F&I, the editor weighs in with his thoughts on tablet and e-mail menus.

Tags: digitla marketing, Internet Shopper, iPad Menu, iTap Menu, Mobile Menus, SmartPad

Author: Gregory Arroyo | Posted @ Monday, April 16, 2012 11:08 AM | » Comments(1)

We’re Back

Fresh from AFSA and NADA, the editor believes the auto industry is not only back, it’s strong and ready to push forward — and that goes for finance, too.

March 12, 2012

Fresh from AFSA and NADA, the editor believes the auto industry is not only back, it’s strong and ready to push forward — and that goes for finance, too.

Tags: American Financial Services Association, Ford, Generation Y, marketing, social media, technology

Author: Gregory Arroyo | Posted @ Monday, March 12, 2012 11:18 AM | » Comments(0)

F&I Takes Center Stage

Establishing a better connection between the F&I office and today's Internet customer was top of mind at this year's annual dealer conference.

February 6, 2012

Establishing a better connection between the F&I office and today's Internet customer was top of mind at this year's annual dealer conference. Word in the aisle ways is that solutions aimed at doing just that will be hitting the market this summer.

Tags: compliance, F&I products, NADA, NADA Convention & Expo, new-vehicle sales, Vehicle Finance Conference, virtual F&I office, Wells Fargo

Author: Gregory Arroyo | Posted @ Monday, February 6, 2012 2:11 PM | » Comments(0)

Under Construction

Building the virtual F&I office really shouldn’t be that difficult. If you know how to overcome an objection, you already have your first post.

February 1, 2012

Building the virtual F&I office really shouldn’t be that difficult. If you know how to overcome an objection, you already have your first post.

Tags: Internet, Internet Leads, Internet Shopper, training, virtual F&I office

Author: Gregory Arroyo | Posted @ Wednesday, February 1, 2012 3:21 PM | » Comments(0)

Cursing the Internet

With TrueCar drawing the ire of some dealers, the editor wonders if the rest of the industry is beginning to share his long-held contempt for the Internet.

January 17, 2012

With TrueCar drawing the ire of some dealers, the editor wonders if the rest of the industry is beginning to share his long-held contempt for the Internet.

Tags: Internet, TrueCar

Author: Gregory Arroyo | Posted @ Tuesday, January 17, 2012 11:41 AM | » Comments(7)

One-On-One With TrueCar’s Scott Painter

The editor offers a few excerpts from his conversation with TrueCar founder Scott Painter.

December 15, 2011

The editor offers a few excerpts from his conversation with TrueCar founder Scott Painter.

Tags: Honda, Pricing, TrueCar

Author: Gregory Arroyo | Posted @ Thursday, December 15, 2011 11:56 AM | » Comments(7)

Under the Microscope

Word of a recent newspaper article on the world of BHPH dealers had the editor up in arms — well, until he read the story.

December 1, 2011

Word of a recent newspaper article on the world of BHPH dealers had the editor up in arms — well, until he read the story.

Tags: bhph, buy here, CFPB, compliance, Consumer Financial Protection Bureau, pay here

Author: Gregory Arroyo | Posted @ Thursday, December 1, 2011 2:40 PM | » Comments(1)

Reporter’s Notebook: 4 Quick Tips

The editor offers a few insights he picked up at the magazine’s annual conference, which attracted near-record attendance.

October 31, 2011

The editor offers a few insights he picked up at the magazine’s annual conference, which attracted near-record attendance.

Tags: F&I Conference, F&I menu, Industry Summit, leasing

Author: Gregory Arroyo | Posted @ Monday, October 31, 2011 11:33 AM | » Comments(0)

Lines Drawn

The idea behind the menu seems simple enough. Use it and you can sell more products. Well, evidently, how you use it has come into question. The editor weighs in.

October 7, 2011

The idea behind the menu seems simple enough. Use it and you can sell more products. Well, evidently, how you use it has come into question. The editor weighs in.

Tags: F&I menu, F&I Presentation, F&I products

Author: Gregory Arroyo | Posted @ Friday, October 7, 2011 12:29 PM | » Comments(9)

What’s My Buy Rate?

Rising to defend the industry in the pages of Newsweek, the editor learns that it’s not always easy to explain what goes on in the F&I office.

September 6, 2011

Rising to defend the industry in the pages of Newsweek, the editor learns that it’s not always easy to explain what goes on in the F&I office.

Tags: F&I process

Author: Gregory Arroyo | Posted @ Tuesday, September 6, 2011 11:46 AM | » Comments(4)

Improve Your Odds

In September, the best sales and F&I trainers in the business will converge in Las Vegas for the magazine’s annual conference. Not being there is a gamble you can’t afford to take.

August 5, 2011

In September, the best sales and F&I trainers in the business will converge in Las Vegas for the magazine’s annual conference. Not being there is a gamble you can’t afford to take.

Tags: F&I Conference, Industry Summit 2011, training

Author: Gregory Arroyo | Posted @ Friday, August 5, 2011 4:23 PM | » Comments(0)

Time to Get Trained

July 15, 2011

The editor talks about a unique opportunity to get yourself and your F&I and sales teams trained to take on today’s margin-compressed environment. The two-day event will feature the top trainers in the business.

Tags: F&I Conference, F&I Dealer of the Year, F&I Pacesetters, Industry Summit 2011

Author: Gregory Arroyo | Posted @ Friday, July 15, 2011 12:38 PM | » Comments(0)

Rime of the Ancient Dealer

Still rattled from the NAF Association’s latest conference, the editor shares one speaker’s unsettling vision of the dealership of the future.

July 5, 2011

Still rattled from the NAF Association’s latest conference, the editor shares one speaker’s unsettling vision of the dealership of the future.

Tags: Internet, National Automotive Finance Association, vAuto

Author: Gregory Arroyo | Posted @ Tuesday, July 5, 2011 12:52 PM | » Comments(3)

Reinventing Our Conference

June 6, 2011

The magazine’s annual conference is quickly taking shape. The editor provides a breakdown of some of the new features you’ll see in September.

Tags: F&I Conference & Expo, Industry Summit 2011

Author: Gregory Arroyo | Posted @ Monday, June 6, 2011 11:27 AM | » Comments(0)

Consumer Advocates Are At It Again

The editor weighs in on another dealer hit piece and wonders if the consumer advocates truly understand the motivations of dealerships.

May 10, 2011

The editor weighs in on another dealer hit piece and wonders if the consumer advocates truly understand the motivations of dealerships.

Tags: Auto Loans, Center for Responsible Lending, deliquencies

Author: Gregory Arroyo | Posted @ Tuesday, May 10, 2011 8:11 AM | » Comments(1)

Industry’s Common Denominator Located

April 4, 2011

The editor weighs in on the industry’s migration toward a new credit scoring system that’s more understanding and a little bit harsher.

Tags: ADP Dealer Services, CoreLogic, CUDL, Dealertrack, Dodd-Frank Act, FICO, Finance Express, First Investors, Open Dealer Exchange, Reynolds & Reynolds, RouteOne, Santander Consumer USA, Volkswagen Credit

Author: Gregory Arroyo | Posted @ Monday, April 4, 2011 4:26 PM | » Comments(0)

Don’t Let Gen Y Distract

The industry is on the verge of regaining some of the control it lost to the Internet, but the way dealers view technology must change before order is restored.

March 11, 2011

The industry is on the verge of regaining some of the control it lost to the Internet, but the way dealers view technology must change before order is restored.

Tags: Generation Y, marketing, technology

Author: Gregory Arroyo | Posted @ Friday, March 11, 2011 8:50 AM | » Comments(1)